Drivers of Commitment and its Impact on Performance in Cross-Cultural Buyer-Seller Relationships: The Importer's Perspective

By D. Skarmeas, Constantine S. Katsikeas, Bodo B. Schlegelmilch. 2002

372 citations recorded by the source corpus.

Subfields: Accounting, Management Information Systems, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/29d86e605a6ebb1e4ab47970fab595c1b13a12e0

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Citations in the corpus

Cultural and Institutional Determinants of Bilateral Trade Flows (2005, background): “5 (Zhang et al., 2003), and environmental uncertainty can lead to frictions and conflicts between trading partners (Achrol et al., 1983; Skarmeas et al., 2002).”
The Internet as an alternative path to internationalization (2013, background): “…of the major product in our industry is very volatile (adapted from Noordewier et al., 1990)b Sales forecasts in our business are quite inaccurate (adapted from Skarmeas et al., 2002) Market responsiveness (CR¼ 0.848) For one reason or another we tend to ignore changes in our customers’ (product…”
Global Purchasing Strategy: Conceptualization and Measurement (2006, background): “Skarmeas, Katsikeas and Schlegelmilch (2002) indicate that the importer's commitment to an overseas supplier has a positive effect on the importer's performance in the relationship.”
Market and supplier characteristics driving distributor relationship quality in international marketing channels of industrial products (2008, background): “…investments specific to its overseas distributor are powerful signals that the exporting firm has a vested interest in the maintenance and well-being of the relationship and is willing to share exchange risks and responsibilities with its partner (Jap & Ganesan, 2000; Skarmeas et al., 2002).”
An interpretive examination of the development of cultural sensitivity in international business (2008, background): “Some notable exceptions are recent studies on cultural sensitivity’s influence on exporters’ dyadic commitment (Lohtia, Bello, Yamada, & Gilliland, 2005; Skarmeas et al., 2002), corporate alliance trust (Johnson et al., 1996), and communication and conflict resolution (LaBahn & Harich, 1997).”
The relationship between export assistance and performance improvement in Portuguese export ventures: An empirical test of the mediating role of pricing strategy adaptation (2005, methodology): “Additionally, if common method bias exists, a CFA containing all constructs should produce a single method factor (Podsakoff and Organ, 1986; Skarmeas et al., 2002).”
The STEP Scale: A Measure of Short-Term Export Performance Improvement (2004, background): “———, ———, and Bodo B. Schlegelmilch (2002), “Drivers of Commitment and Its Impact on Performance in Cross-Cultural Buyer-Seller Relationships: The Importer’s Perspective,” Journal of International Business Studies, 33 (4), 757–83.”
Global purchasing: state of the art and research directions (2006, background): “A relatively limited number of (mostly recent) studies make use of structural equation models (e.g., Fawcett and Scully, 1998; Petersen et al., 2000; Hult, 2002; Skarmeas et al., 2002; Ha et al., 2004).”